About Jay McCall

Jay McCall is the networking, managed services, and storage editor with Business Solutions magazine, a monthly publication dedicated to helping IT solutions providers grow their businesses by selling complementary technologies and moving into thriving markets.

If you really dig into the challenges that IT service providers face as they transition to managed services, hiring the right salespeople is always near or at the top of the list. Gartner VP and distinguished analyst Tiffani Bova has said that only one-third of a VAR’s existing sales force will be able to make the transition. Those who have made the transition can attest, if you’re going to sell managed services you’ll need to hire more salespeople.

When small business owners read headlines about security breaches at Target and other multi-billion dollar companies, it can lead to the false notion that cybercriminals really aren’t interested in going after the “small potatoes” of the world. There’s mounting evidence, however, that suggests this mindset is not only prevalent — it’s harmful.